摘要
在线消费者进行网络购物决策是一个复杂的过程,会受多种因素影响,哪些因素会影响以及如何影响购买决策值得深入研究。比如,在线消费者浏览网站上的产品信息、在线评论等信息时,获得的不同类型的信息感知(抽象、整体、概要还是具体、局部、细节的)对其决策影响是否相同?网络商家的地理位置远近或者商品的物流配送时间长短是否也会对决策产生影响?自己网购与为他人网购提供建议相比,消费者所做的决策是否相同?并且,消费者在面临购买决策时,上述多个因素也很有可能同时对其产生影响。比如,面对商品不同特征的信息,当在近的将来和远的将来,为自己做决策和为他人做决策提供建议是否相同?这些因素如何共同影响在线消费者的购买决策,目前理论界研究相对较少,因此加强心理距离和解释水平对消费者购买决策的影响研究已成为当前电子商务发展的迫切要求。
本文运用解释水平理论,从心理距离视角对这些问题进行了阐释。国内外传统市场研究结果初步表明,当心理距离较远时,消费者倾向使用高解释水平来表征目标对象或事件；当心理距离较近时,消费者倾向使用低解释水平来表征目标对象或事件。本文在以往研究基础上,在电子商务环境下,引入一致性/匹配性理论和次可加性原理,来解释在线消费者心理距离和解释水平对网购决策产生影响的内部机制和边界条件。本文依据增加距离维度的递进式设计思路,使用多重实验设计方法,选择不同类别的网络商品,通过一系列网购情景模拟实验,探究心理距离维度及其维度交互与解释水平的一致/匹配性对在线消费者购买决策的影响。
本文实验研究发现：(1)单维度心理距离和商品的解释水平对消费者网购决策存在交互影响,且部分结果证明二者满足一致/匹配性。时间距离、社会距离维度的远、近分别和在线消费者对网络商品感知的解释水平高、低相一致时,消费者做出购买决策的可能性更大。但空间距离只有为近,消费者对高解释水平更敏感时才会更有可能购买。(2)两维度心理距离和商品的解释水平对消费者网购决策存在交互影响,且结果表明二者在一定程度上满足一致匹配性。时间距离和社会距离同时都为近时,消费者对低解释水平更关注,购买的可能性较大；当一个距离为远或者两个距离维度都为远时,消费者对高解释水平更敏感,更有可能购买。但时间距离和空间距离、社会距离和空间距离只有当同时为近,且与商品的低解释水平感知相一致或者以上两维度距离同同时为远且与商品的高解释水平感知相一致,消费者做出购买决策的可能性更大。(3)三维度心理距离和商品的解释水平对消费者网购决策存在交互影响,且结果也证明二者在某种程度上满足一致匹配性。当且仅当时间距离、空间距离、社会距离三个距离同时为近且与消费者的低解释水平感知相一致或只有当三个距离维度同时为远且与消费者的高解释水平相匹配时,消费者最可能产生购买决策。本文研究表明：理论上,既拓展了解释水平理论的研究,也扩展了电子商务情境下对心理距离和网络商品解释水平的研究；实践上,有利于理解在线消费者的消费行为以及指导网络零售企业营销管理,
How to make the decision of shopping online, which is affected by many factors, is a very complicated process for the online consumers. What factors and how to affect the decision need the further research. Do the factors have the same influence on the decision making, such as visiting the website to get product information, commenting online and acquiring different types of information (abstract, integral, summary or specific, partly and detailed)? Does the location of network business or logistics delivery time have an impact on online consumer decision-making? When consumers do shopping online by themselves or give suggestions for others, are the decisions made by online consumers the same? Surely, the factors above are likely to affect the decision making when the consumers are faced with the purchase decision. For instance, are there any differences between self-made decision and decision made for others when the consumer facing different information in the nearer and further future? Currently, there is less research on how to affect the decision making of online consumers. Therefore, it is very urgent to do the research on how the psychological distance and construal level affect the decision making for the development of electronic commerce.
This thesis interpreted the issues with the theory of construal level from the perspective of psychological distance. The result from the study of traditional market home and abroad shows that consumers tend to represent the target and cases with high and abstract construal level when the psychological distance is further; on the contrary, the consumers prefer lower ones. This thesis introduced fit or congruence/matching theory and subadditivity theory to interpret internal mechanism and terminal condition to the decision making of shopping online affected by the consumers' psychological distance and construal level based on the former research in the e-business environment. Based on the distance dimensionality to increase progressive design, this thesis used multiple experimental design methods to choose different goods to explore the dimension of psychological distance and mutual dimension matched by construal level affecting the decision making of online consumers.
The research findings are as follows:(1) there is interactive influence on the decision making of online consumers between single dimension psychological distance and interpretation level of goods, which showed the consistency. The consumers are likely to make the decision when the temporal distance, social distance dimension matches(fits) the construal level to the products online. However, the consumers tend to do the online shopping when they are sensitive to the higher construal level.(2) There is interactive influence on the decision making between two dimensions psychological distance and construal level, which shows there is some fits/matching to some extent. The consumers are likely to buy when they pay much attention to the low construal level since the temporal distance and social distance are close simultaneously. When the temporal distance, spatial distance and social distance are close simultaneously, and match/fit/congruent the low construal level, or the two dimensions are far from each other, and match the high construal level, the consumers make the decision easily.(3) There is interactive influence on the decision making between three dimensions psychological distance and construal level, which shows there is some matching to some extent. When the temporal distance, spatial distance, and social distance are close simultaneously and match the low construal level, or the three distances are far from each other and match the high construal level, the consumer are likely to make the decision to buy. This thesis expands the research on construal level, and extends the research on psychological distance and high, low construal levels of online products theoretically. Practically, it is beneficial to understand the consuming of online consumers and guide the marketing management of online retails enterprise, which is meaningful to the relative researches and the management of online retail enterprises.
引文
[1]Ainslie G. Specious reward:a behavioral theory of impulsiveness and impulse control[J]. Psychological bulletin,1975,82(4):463.
[2]Ali Hortacsu,F.Asis Martinez-Jerez and Jason Douglas,The Geography of Trade in Online Transactions-Evidence from eBay and MercadoLibre[J], American Economic Journal: Microeconomics,2009,1(1):53-74.
[3]Alter,A.L.,Oppenheimer D.M,Effects of fluency on psychological distance and mental construal[J].Psychological Science,2008,19(2):161-167.
[4]Amit E, Algom D, Trope Y. Distance-dependent processing of pictures and words[J]. Journal of Experimental Psychology:General,2009,138(3):400-415.
[5]Andrea Heintz Tangari,The framing of psychological distance:how multiple psychological distance dimensions influence consumer responses to sustainability messages[D], 2010,Ph.D.Thesis,Indiana University.
[6]Ardion Beldad,Menno de Jong,Michael Steehouder,How shall I trust the faceless and the intangible-A literature review on the antecedents of online trust[J], Computers in Human Behavior,2010,26:857-869.
[7]Baltas, G and Papastathopoulou, P., Shopper characteristics, product and store choice criteria:a survey in the Greek grocery sector[J], International Journal of Retail & Distribution Management,2003,31(10):498-507.
[8]Bar-Anan,Liberman,Trope,The association between psychological distance and construal level: Evidence from an implicit association test[J], Journal of Experimental Psychology General, 2006,135(4):609-622.
[9]Bernardo S. Blum,Avi Goldfarb,Does the Internet Defy the Law of Gravity[J], Journal of International Economics,2006,70(2):384-405.
[10]Cairncross,F.The death of distance 2.0:How the communications revolution will change our lives.2001,London:Texere.
[11]Case, Donald O., Looking for Information:A Survey of Research on Information Seeking, Needs, and Behavior. (2nd ed.), Amsterdam:Academic Press,2007.
[12]Chandran,Menon,When a day means more than a year:Effects of temporal framing on judgments of health risk[J], Journal of Consumer Research,2004,31:375-389.
[13]Chapin(2001),Bridging the Gap Between Perception and Behavior:Psychological Distance in First-Person Perception, paper presented at the AEJMC conference
[14]Chen Y.Herd behavior in purchasing books online. Computers in Human Behavior,2008, 24(5),1977-1992
[15]China Internet Network Information Center (CNNIC).2012年中国网络购物市场研究报告 [EB/OL].http://www.Cnnic.net.cn/hlwfzyj/hlwxzbg/hlwtjbg/201207/t20120723_32497.htm
[16]Cho S E. Factors affecting customer needs of geographical accessibility in electronic commerce[J]. Electronic Commerce Research and Applications,2006,5(2):131-139.
[17]Cho S E. Perceived risks and customer needs of geographical accessibility in electronic commerce[J]. Electronic Commerce Research and Applications,2010,9(6):495-506.
[18]Choi J, Hui S K, Bell D R. Spatiotemporal analysis of imitation behavior across new buyers at an online grocery retailer[J]. Journal of Marketing Research,2010,47(1):75-89.
[19]Chung-Chi Shen and Jyh-Shen Chiou,The impact of perceived ease of use on Internet service adoption:The moderating effects of temporal distance and perceived risk[J], Computers in Human Behavior,2009,1-9
[20]Conlin, Michael, Ted O'Donoghue, and Timothy J. Vogelsang, Projection Bias in Catalog Orders, American Economic Review,2007,97(4),1217-1249
[21]David Leiser,Ofer H.Azar,Liat Hadar,Psychological construal of economic behavior[J], Journal of Economic Psychology,2008,29:762-776
[22]Day S B, Bartels D M. Representation over time:The effects of temporal distance on similarity[J]. Cognition,2008,106(3):1504-1513.
[23]Dehaene, Stanislas (2003), The Neural Basis of the Weber-Fechner Law:A Logarithmic Mental Number Line[J],Trends in Cognitive Sciences,7 (April),145-47.
[24]Dhar R, Kim E Y. Seeing the forest or the trees:Implications of construal level theory for consumer choice[J]. Journal of Consumer Psychology,2007,17(2):96-100.
[25]Evans J, Mavondo F,Psychic distance and organizational performance:an empirical examination of international retailing operations[J], Journal of International Business Studies, 2002,33:515-532.
[26]Fiedler K..Construal level theory as an integrative framework for behavioral research and consumer psychology [J], Journal of Consumer Psychology,2007,17(2),101-106.
[27]Fiedler K, Jung J, Wanke M, et al. On the relations between distinct aspects of psychological distance:An ecological basis of construal-level theory[J]. Journal of Experimental Social Psychology,2012,48(5):1014-1021.
[28]Freitas A.L., Langsam K.L, Clark S., Moeller S. J., Seeing oneself in one's choices:Construal level and self-pertinence of electoral and consumer decisions[J]. Experimental Social Psychology.2008,44(4):1174-1179
[29]Fujita K, Henderson M D, Eng J, et al. Spatial distance and mental construal of social events[J]. Psychological Science,2006,17(4):278-282.
[30]Fujita K, Eyal T, Chaiken S, et al. Influencing attitudes toward near and distant objects[J]. Journal of Experimental Social Psychology,2008,44(3):562-572.
[31]Gelareh Abooali&Badaruddin Mohamed,Operationalizing Psychological Distance in Tourism Marketing[J], International Journal of Business and Management,2012,7(12):173-182.
[32]Ghose A, Ipeirotis P G. Estimating the helpfulness and economic impact of product reviews: Mining text and reviewer characteristics[J]. Knowledge and Data Engineering, IEEE Transactions on,2011,23(10):1498-1512.
[33]Goodman J K, Malkoc S A. Choosing Here and Now versus There and Later:The Moderating Role of Psychological Distance on Assortment Size Preferences[J]. Journal of Consumer Research,2012,39(4):751-768.
[34]Griswold, Wendy and Nathan Wright,Cowbirds, Locals, and the Dynamic Endurance of Regionalism[J], American Journal of Sociology,2004,109:1411-1451.
[35]Hampel R, Stickler U. New skills for new classrooms:Training tutors to teach languages online[J]. Computer Assisted Language Learning,2005,18(4):311-326.
[36]Henderson M D. When seeing the forest reduces the need for trees:the role of construal level in attraction to choice[J]. Journal of Experimental Social Psychology,2013.
[37]Henderson M D, Trope Y, Liberman N, et al, Transcending the "Here":The effect of spatial distance on social judgment[J].Journal of Personality and Social Psychology,2006,91(5):845-856.
[38]Henderson M.D., Trope Y., Carnevale P. J., Negotiation from a near and distant time perspective[J]. Personality and Social Psychology.2006,91(4):712-729.
[39]Ho C K Y, Ke W, Liu H. E-Learning System Implementation:Implications from the Construal Level Theory[J].2013.
[40]Hoch, S.J. and G.F. Loewenstein, Time-inconsistent preferences and consumer self-control. Journal of Consumer Research,1991,17(4):492-507.
[41]Hong W, Thong J Y L, Tam K Y. Designing product listing pages on e-commerce websites: an examination of presentation mode and information format[J]. International Journal of Human-Computer Studies,2004,61(4):481-503.
[42]Huang L, Tan C H, Ke W. Comprehension of online consumer-generated product review:a construal level perspective[J].2011.
[43]Hubbard, Philip, and Mike Levy, eds. Teacher education in CALL[M]. Vol.14. John Benjamins Publishing,2006:12-23.
[44]James F. Engle,Roger D. Blackwell and Paul W. Miniard, Consumer Behavior,7 thed, The Dryden Press,1993:618.
[45]Jarvenpaa, Siwka L,Todd,P.A. Is there a future for retailing on the internet? [J].Electronic Marketing and the Consumer,1997:139-156.
[46]Jarvenpaa, S., Todd, P.A., Consumer reaction to electronic shopping on the World Wide Web,International Journal of Electronic Commerce,2005,1(2):59
[47]John R.Hipp,Micro-structure in micro-neighborhoods-A new social distance measure,and its effect on individual and aggregated perceptions of crime and disorder[J],Social Networks, 2010(32):148-159
[48]Joyce,Rita,Digitization, the Internet, and Electronic Commerce,Futurics,2002 (26):92-94.
[49]Jung-Hwan Kim, Sharron J. Lennon,Information available on a web site:effects on consumers' shopping outcomes, Journal of Fashion arketjng and management, 2010,14(2):247-262.
[50]Kaciak E, Louviere J. Multiple correspondence analysis of multiple choice experiment data[J]. Journal of Marketing Research,1990:455-465.
[51]Kardes F,Cronley M,Kim J.Construal level effects on preference stability,preference-behavior correspondence,and the suppression of competing brands[J].Journal of Consumer Psychology,2006,16(2):135-144
[52]Kerlinger F.N.,Lee H. B.Foundations of Behavior Research(4th Editon).Harcourt Collage Publishers,2000:623-639
[53]Kim Hakkyun,Deborah Roedder John.Consumer Response to Brand Extensions:Construal Level as A Moderator of the Importance of Perceive Fit [J]. Journal of Consumer Psychology,2008,18:116-126
[54]Kim H, John D R. Consumer response to brand extensions:Construal level as a moderator of the importance of perceived fit[J]. Journal of Consumer Psychology,2008,18(2):116-126.
[55]Kim Hakkyun, Rao Akshay, Lee Angela Y.It'S Time to Vote:The Effect of matching message Orientation and Temporal Frame on Political Persuasion[J], Journal of Psychology,2009,35 (6):877-889
[56]Kim Y J, Park J, Wyer Jr R S. Effects of temporal distance and memory on consumer judgments[J]. Journal of Consumer Research,2009,36(4):634-645.
[57]Kim, Zhang and Li, Effects of Temporal and Social Distance on Consumer Evaluations[J], Journal of Consumer Research,2008,35(4):706-713.
[58]Kivetz R,Keinan A.Repenting hyperopia:an analysis of self-control regrets[J].Journal of Consumer Research,2006,33(3):273-282
[59]Kogut B,and Smgh H.,The Effect of National Culture on the Choice of Entry ModefJ], Journal of Internationa,Business Studies,1988,19.
[60]Kohler C F, Breugelmans E, Dellaert B G C. Consumer Acceptance of Recommendations by Interactive Decision Aids:The Joint Role of Temporal Distance and Concrete Versus Abstract Communications [J]. Journal of Management Information Systems,2011,27(4):233-264.
[61]Kong K. A comparison of the linguistic and interactional features of language learning webs-ites and textbooks [J].Computer Assisted Language Learning,2009 (1):31-35.
[62]Kray L.Contingent weighting in self-other decision making. Organizational Behavior and Human Decision Processes[J],2000,83:82-106
[63]Ledgerwood A, Wakslak C J, Wang M A. Differential information use for near and distant decisions[J]. Journal of Experimental Social Psychology,2010,46(4):638-642.
[64]Lee Jin Kyun,The effects of familiarity and similarity on psychological distance toward trustworthiness of an online company,2005,Ph.D.Thesis, Michigan State University.
[65]Lee M, Youn S. Electronic word of mouth (eWOM) How eWOM platforms influence consumer product judgement[J]. International Journal of Advertising,2009,28(3):473-499.
[66]Lendle A, Olarreaga M, Schropp S, et al. There goes gravity:how eBay reduces trade costs[J]. World Bank Policy Research Working Paper,2012(6253).
[67]Levitt, Theodore,The Globalization of Markets, Harvard Business Review,1983,92-102.
[68]Liberman N, Forster J. Distancing from experienced self:how global-versus-local perception affects estimation of psychological distance[J]. Journal of personality and social psychology, 2009,97(2):203.
[69]Liberman N, Sagristano M D, Trope Y,The Effect of Temporal Distance on Level of Mental Construal[J], Journal of Experimental Social Psychology,2002,38(6):523-534.
[70]Liberman N, Trope Y. The psychology of transcending the here and now[J]. Science,2008, 322(5905):1201-1205.
[71]Liberman N,Trope N.. The Role of Feasibility and Desirability Considerations in Near and Distant Future Decisions:A Test of Temporal Construal Theory [J], Journal of Personality and Social Psychology,1998,75(l):5-18.
[72]Liberman N, Trope Y, Stephan E. Psychological distance[J]. Social psychology:Handbook of basic principles,2007(2):353-383.
[73]Liberman N,Trope Y,Wakslak C J,Construal level theory and consumer behavior[J], Journal of Consumer Psychology,2007,17:113-117.
[74]Liberman N,Trope Y,McCrea S M,et al.,The effect of level of construal on the temporal distance of activity enactment[J] Journal of Experimental Social Psychology,2007,43(1): 143-149.
[75]Lim K H, Sia C L, Lee M K O, et al. Do I trust you online, and if so, will I buy? An empirical study of two trust-building strategies[J]. Journal of Management Information Systems,2006, 23(2):233-266.
[76]Lim S, Cha S Y, Park C, et al. Getting closer and experiencing together:Antecedents and consequences of psychological distance in social media-enhanced real-time streaming video[J]. Computers in Human Behavior,2012,28(4):1365-1378.
[77]Li-rong W, Dong-mei Z, He-ting H. An empirical analysis of the online consumer's psychological distance[C],Management Science and Engineering (ICMSE),2013 International Conference on. IEEE,2013:78-83.
[78]Liviatan I, Trope Y, Liberman N. Interpersonal similarity as a social distance dimension: Implications for perception of others'actions[J]. Journal of experimental social psychology, 2008,44(5):1256-1269.
[79]Lynch Jr J G, Zauberman G. Construing consumer decision making[J]. Journal of Consumer Psychology,2007,17(2):107-112.
[80]Maglio S J, Trope Y, Liberman N. Distance from a distance:Psychological distance reduces sensitivity to any further psychological distance[J]. Journal of Experimental Psychology: General,2013,142(3):644.
[81]Manoj Thomas and Claire I.Tsai,Psychological Distance and Subjective Experience-How Distancing Reduces the Feeling of Difficulty [J], Journal of Consumer Research,2011,39.
[82]Martin,B-A.S.,Gnoth,J.,&Strong,C.,Temporal Construal in Advertising:The Moderating Role of Temporal Orientation and Attribute Importance in Consumer Evaluations[J]. Journal of Advertising,2009,38(2):5-19.
[83]Mavlanova T.,Benbunan-Fich R.,Counterfeit Products on the Internet:The Role of Seller-Level and Product-Level Information[J].Intemational Journal of Electronic Commerce,2010,l 5(2),79-104.
[84]Meng Zhang,Jing Wangb,Psychological distance asymmetry:The spatial dimension vs. other dimensions[J], Journal of Consumer Psychology,2009(19):497-507.
[85]Malkoc S.,Zauberman G., Bettman J.R.,It is in the mindset!The effect of processing concreteness on consumer impatience[J],2006,Unpublished working paper,Carlson School of Management, University of Minnesota.
[86]Min Zhao and Jinhong Xie,Effects of Social and Temporal Distance on Consumers' Responses to Peer Recommendations[J], Journal of Marketing Research,2011,XLVIII: 486-496.
[87]Mitchell M, Brown K, Morris-Villagran M, et al. The effects of anger, sadness and happiness on persuasive message processing:A test of the negative state relief model[J]. Communicat-ion Monographs,2001,68(4):347-359.
[88]Mitra K, Reiss M C, Capella L M. An examination of perceived risk, information search and behavioral intentions in search, experience and credence services[J]. Journal of Services Marketing,1999,13(3):208-228.
[89]Mohammad Yamin,Rudolf R. Sinkovics,Online internationalisation, psychic distance reduction and the virtuality trap[J], International Business Review,2006,15:339-360.
[90]Nelson P. Advertising as information[J].The Journal of Political Economy,1974,82(4): 729-754.
[91]Nenkov G Y. It's all in the mindset:Effects of varying psychological distance in persuasive messages[J]. Marketing Letters,2012,23(3):615-628.
[92]Norton S W, Norton Jr W. An economic perspective on the information content of magazine advertisements[J]. International Journal of Advertising,1988,7(2):138-148.
[93]Nussbaum,Trope,Liberman,Creeping Dispositionism:The Temporal Dynamics of Behavior Prediction[J], Journal of Personality and Social Psychology,2003,84(3):485-497.
[94]Nussbaum S, Trope Y, Liberman N. Predicting the near and distant future[J].Journal of Experimental Psychology:General,2006,135(2):152-161.
[95]Oh H, Curley S P, Subramani M R. The Death of Distance?:The Influence of Computer Mediated Communication on Perceptions of Distance[C]//ICIS.2008:149.
[96]Park E J, Kim E Y, Funches V M, et al. Apparel product attributes, web browsing, and e-impulse buying on shopping websites[J]. Journal of Business Research,2012,65(11): 1583-1589.
[97]Park D H, Lee J, Han I. The effect of on-line consumer reviews on consumer purchasing intention:The moderating role of involvement[J]. International Journal of Electronic Commerce,2007,11(4):125-148.
[98]Park J, Lennon S J, Stoel L. On-line product presentation:Effects on mood, perceived risk, and purchase intention[J]. Psychology & Marketing,2005,22(9):695-719.
[99]Petty R E, Cacioppo J T. The elaboration likelihood model of persuasion[M]. Springer New York,1986.
[100]Pronin E, Olivola C Y, Kennedy K A. Doing unto future selves as you would do unto others: Psychological distance and decision making[J]. Personality and Social Psychology Bulletin, 2008,34(2):224-236.
[101]Ray L.Benedicktus,psychological distance perceptions and trust beliefs for internet-only and hybrid retailers-implications for marketers[D],2008,Ph.D.Thesis,Florida State University.
[102]Schlosser A E. Can including pros and cons increase the helpfulness and persuasiveness of online reviews? The interactive effects of ratings and arguments[J]. Journal of Consumer Psychology,2011,21(3):226-239.
[103]Seongtaek Lim.Sang Yun Cha,Chala Park,Inseong Lee,Jinwoo Kim,Getting closer and experiencing together-Antecedents and consequences of psychological distance in social media-enhanced real-time streaming video[J], Computers in Human Behavior, 2012,28:1365-1378.
[104]Shani,Igou,Zeelenberg.Different ways of looking at unpleasant truths:How construal levels influence information search[J]. Organizational Behavior and Human Decision Processes, 2009,110:36-44
[105]Smith, P. K.& Trope, Y (2006). You focus on the forest when you're in charge of the trees: Power priming and abstract information processing[J]. Journal of Personality and Social Psychology,90,578-596.
[106]Song J, Zahedi F M. A theoretical approach to web design in e-commerce:a belief reinforcement model[J]. Management Science,2005,51(8):1219-1235.
[107]Sousa, Bradley,Global Markets:Does Psychic Distance Matter? [J], Journal of Strategic Marketing,2005,13(1):43-59.
[108]Stephan,E.,Social distance and its relation to level of construal, temporal distance and physical distance[J],2006,Unpublished manuscript,Tel Aviv University.
[109]Stephan E.,Liberman N., Trope Y.,Politeness and psychological distance:A construal level perspective [J]. Journal of Personality and Social Psychology,2010,98(2),268-280.
[110]Stephan E, Liberman N, Trope Y. The effects of time perspective and level of construal on social distance[J]. Journal of experimental social psychology,2011,47(2):397-402.
[111]Steven, Lee, and Carrie,does place matter when Shopping online-perceptions of similarity and familiarity as indicators of psychological distance[J], Journal of Interactive Advertising, 2009,10(1):35-50.
[112]Stone E R, Allgaier L. A social values analysis of self-other differences in decision making involving risk[J]. Basic and Applied Social Psychology,2008,30(2):114-129.
[113]Subramani M., E.. Walden. The Impact of E-commerce Announcements on the Market Value of Firms. Information Systems Research,2001,12(2):135-154.
[114]Sung-Eui Cho,Perceived risks and customer needs of geographical accessibility in electronic commerce [J], Electronic Commerce Research and Applications, 2010,9(6):495-506.
[115]Thomas M, Chandran S, Trope Y. The Effects of Information Type and Temporal Distance on Purchase Intentions [J]. Samuel Curtis Johnson Graduate School of Management, Cornell University,2007.
[116]Torsten Bornemann and Christian Homburg,psychological distance and the dual role of price[J], Management Science,2011,38.
[117]Trautmann S T, van de Kuilen G. Prospect theory or construal level theory?:Diminishing sensitivity vs. psychological distance in risky decisions[J]. Acta psychologica,2012,139(1): 254-260.
[118]Trope Y.,Liberman N.,Temporal Construal[J], Psychological Review,2003,110(3):403-421.
[119]Trope Y.,Liberman N.,Wakslak C.,Construal Levels and Psychological Distance:Effects on Representation, Prediction, Evaluation, and Behavior[J], Journal of Consumer Psychology, 2007,17(2):83-95.
[120]Tversky,A. and D. Kahneman,The framing of decisions and the psychology of choice[J]. Science,1981,211(4481):453
[121]Vessey I. Cognitive Fit:A Theory-Based Analysis of the Graphs Versus Tables Literature [J]. Decision Sciences,1991,22(2):219-241.
[122]Wakslak C J, Trope Y, Liberman N. Transcending the Now:Time as a Dimension of Psychological Distance[J].2006.
[123]Wells J.D.,Valacich J.S.,&HessT.J.,What signal are you sending?How website quality influences perceptions of product quality and purchase intentions[J].MIS Quarterly,2011, 35(2),373-396.
[124]Williams LE, Bargh J A. Keeping One's Distance The Influence of Spatial Distance Cues on Affect and Evaluation[J]. Psychological Science,2008,19(3):302-308.
[125]Williams L., Stein R, Galguera-Garcia L. Beyond construal:Specifying the distinct emotional consequences of psychological distance and abstract construal[J]. Available at SSRN 2120157,2012.
[126]Xiao B, Benbasat I. E-commerce product recommendation agents:use, characteristics, and impact[J]. Mis Quarterly,2007,31(1):137-209.
[127]Xiaoli Nan,Social Distance,Framing,and Judgment:A Construal Level Perspective[J], Human Communication Research,2007,33(4):489-514.
[128]Yaacov Trope,Nira Liberman,Construal-Level Theory of Psychological Distance[J], Psychological Review,2010,117(2):440-463.
[129]Yan D. Psychological distance and construal level:new insights and implications[D].2012.
[130]Yan D, Sengupta J. Effects of construal level on the price-quality relationship[J]. Journal of Consumer Research,2011,38(2):376-389.
[131]Zauberman G, Kim B K, Malkoc S A, et al. Discounting time and time discounting: Subjective time perception and intertemporal preferences[J]. Journal of Marketing Research, 2009,46(4):543-556.
[132]奥利维埃.多尔富斯.地理观下全球化[M].张戈.北京：社会科学文献出版社,2010
[133]陈海贤.心理距离对跨期选择和风险选择的影响[D].浙江大学,2012.
[134]陈明亮,蔡日梅.电子商务中产品推荐代理对消费者购买决策的影响[J].浙江大学学报(人文社会科学版),2009,39(5).
[135]陈晓萍,徐淑英,樊景立.组织与管理研究的实证方法,北京大学出版社,2008
[136]杜伟宇,蒋运霞.消费者的解释水平对其选择偏好的影响[J].心理研究,2014,7(1)：15-22.
[137]费孝通.乡土中国[M].上海：上海人民出版社,1948
[138]凤四海,张甜,黄希庭等.解释水平和事件性质对活动设定时间距离的影响[J].心理科学,2008(31)：848-851.
[139]范秀成.服务质量管理交互过程与交互质量[J].南开管理评论,1999(1)：8-12.
[140]付琛.网络口碑对消费决策的影响机制研究[J].硕士学位论文,浙江大学,2010.
[141]高华超.消费者目标对产品偏好的影响：基于建构水平理论的实验研究[D].南京大学,2011.
[142]郝媛媛.在线评论对消费者感知与购买行为影响的实证研究[D].哈尔滨工业大学,2010.
[143]何云,吴水龙,张媛等.时间距离与解释水平对赞助评价的影响研究[J].管理评论,2013,25(010)：138-146.
[144]华生旭,吕厚超.心理距离与建构水平的双向作用关系[J].心理科学,2012,35(6)：1519-1523.
[145]华生旭,吕厚超.心理距离的维度,关系及相关研究领域扩展[J],心理科学进展,2012(2)：52-59.
[146]黄静,王新刚,童泽林.空间和社交距离对犯错品牌评价的影响[J].中国软科学,2011(7)：123-130.
[147]黄鹤婷,赵冬梅.在线消费者的心理距离及其测度方法研究——基于解释水平理论的视角[J].经济研究参考,2013(14)：42-48.
[148]黄鹤婷.在线消费者心理距离测度及其影响因素研究[D].中国农业大学,2013.
[149]黄希庭.简明心理学辞典[M].合肥：安徽人民出版社,2004,23.
[150]黄希庭.未来时间的心理结构[J].心理学报,1994,26(2)：121-127.
[151]纪文波,彭泗清.广告导向与说服力：一项基于心理距离的研究[J].营销科学学报,2011,7(2)：23-31.
[152]金立印.在线口碑信息对消费者购买决策的影响：一个实验研究[J].经济管理,2007
[153]李纯.调节聚焦与解释水平对消费者网购意愿影响的研究[D],西南财经大学,2012
[154]李丹,尹华站,李祚山.时间解释水平理论研究述评[J].重庆师范大学学报(自然科学版), 2010,27(4)：88-93.
[155]李海英.平台式网购顾客满意度实证研究[D].西南交通大学,2011.
[156]李玫.商品描述对网购服装感知价值影响的研究[D].北京服装学院,2010
[157]李雁晨,周庭锐,周琇.解释水平理论：从时间距离到心理距离[J].心理科学进展,2009,17(4)：667-677
[158]刘红艳,李爱梅,王海忠,不同促销方式对产品购买决策的影响——基于解释水平理论视角的研究[J].心理学报,2012,44(008)：1100-1113.
[159]刘红艳,时间距离对赠品促销效果的影响—与价格促销效果的对比研究[D].中山大学,2010
[160]倪娜.营销学产品分类研究综述[J].外国经济与管理,2006,9：31-37
[161]潘丽.网络环境下销售服装的展示[D].江南大学,2007.
[162]苏凇,黄劲松.关于逆营销的效果研究：基于CLT理论的视角[J].管理世界,2013(11)：118-129.
[163]孙晓玲,张云,吴明证.解释水平理论的研究现状与展望.应用心理学,2007,13(2)：181-186
[164]王财玉.错过购买情境下消费者”不行动惯性”研究——解释水平理论的视角[J].华东经济管理,2012,6(26)：111-114.
[165]王崇,李一军,叶强.互联网环境下基于消费者感知价值的购买决策研究[J].预测,2007,3：21-25.
[166]王重鸣.心理学研究方法[M].人民教育出版社,1990：106-112
[167]王骏旸,王海忠,梁剑平,陈增祥.品牌原产地联结的时空维度对负面信息的抑制作用[J].中大管理研究,2011,6(3)：1-14.
[168]汪琦.评价和销量信息线索影响消费者在线购物行为的机理[D].浙江大学,2012.
[169]王雪鹏.解释水平对后悔影响的实验研究[D].苏州大学,2010.
[170]王懿晨.我国民办英语培训行业的功能定位及政策引导研究[D].南京航空航天大学,2011.
[171]汪媛.空间距离对跨期选择的影响[D].浙江大学,2012.
[172]王珍.解释水平对道德判断的影响[D].河南大学,2013.
[173]徐惊蛰,谢晓非.解释水平视角下的自己—他人决策差异[J].心理学报,2011,43(1)：11-20.
[174]徐惊蛰.解释水平视角下的自己-他人决策差异[D].北京大学,2010.
[175]徐琳.网络购买决策的影响因素：卖家地域特征[J].经济论坛,2006,7：98-99.
[176]杨慧.自我—他人决策差异[D].华东师范大学,2013.
[177]约翰.A.奎尔奇,凯瑟琳.E.乔克斯.P营销：商业推广中的地点影响力[M].北京：中国财富出版社,2012.
[178]曾挺.消费者冲动购买意愿研究[D].西南财经大学,2012.
[179]詹姆斯.E.凯茨,罗纳德.E.莱斯.互联网使用的社会影响[M].郝芳,刘长江译.北京：商务印书馆,2007.
[180]张梦,杨颖,叶作亮.酒店网络评论内容特征对消费者购买意愿的影响——基于时间距离和社会距离情景的实验研究[J].旅游学刊,2012(11)：97-104.
[181]章璇.时间距离对消费者在线冲动性购买行为的影响研究[D],中山大学,2012
[182]张燕.网络口碑对消费者购买决策影响研究[D].南京师范大学,2013.
[183]张奕文.主客观信息对网上购物决策及满意度的影响[D].上海交通大学,2011.
[184]张媛.时间距离与解释水平对消费者赞助评价的影响[D],中山大学,2010
[185]赵冬.在线客户评论对消费者购买决策影响的实证研究[D].重庆工商大学,2012.
[186]赵吉文.南京英语培训顾客感知服务质量研究[D],南京农业大学,2009
[187]钟毅平,张志.时空距离,特征类型对态度的影响[J].心理学探新,2011,31(3)：230-233
[188]祝帼豪,张积家,陈俊.解释水平理论视角下的心理距离[J].社会心理科学,2012,27(7)：6-11